5 "Secret" Non-Verbal Sales Tricks

What if I told you that you could harness the power of secret nonverbal sales skills to close even more deals? It's true. And here's the most shocking part. When we're in sales, we often think, hey, I need to learn how to read body language so I can read what my prospect is thinking and navigate the sale. But what we don't realize is that the signals that we send to our potential customer can make or break a deal by killing trust. And I started to notice this more and more by doing role play with companies across the country. And, and I'm going to give you an example of that and show you with my own body in just a minute. But what I want to be covering in today's video is designed to help you learn how to use nonverbal sales skills, meaning your body language in order to close more deals. Now, in sales we get hyper focused on reading people and mirroring, but we lose sight of is how we make people feel. You've heard me talk about it, right? There are three dominoes that we must knock down in order to get the sale. Trust, need money, develop unshakable trust, create an insatiable need and then transform the money into a no brainer value proposition. But this whole trust piece is what can come crumbling down on us. And I've watched it happen time and time again where a sales rep in the home goes through their presentation, hits all the right things and on paper does it alright. But what they're sending, these body language cues, these nonverbal cues end up costing them deals. This is where we often get the we got to think about it. I want to talk to my husband and I want to talk to my wife. We just want to wait and see what the insurance company says. We want to wait and see what the other contractor says. So in this video I'm going to be teaching you five subtle ways for you to use secret nonverbal cues to help drive more sales. And before we do, I just want to say a quick welcome back or welcome. If you're new here, my name is Adam Bensman, the roof strategist. And everything I do is designed to help you and your team smash your income goal and give every customer an amazing experience. And if you haven't already done it, I do have a free offer for you. It's available right now 100% free over at the roofstrategist.com. there's a link in the description of the video and the podcast. You can go here, enter your name and email and get Our pitch like a pro roofing sales training video library. Here's the funny part. It says on here 240 plus videos. We're over 300 now, so there's 300 videos organized by category to binge to your heart's content. And I'll get you access on the other side. And again, available right now@theroofstrategist.com now let's hop into the five secret nonverbal sales skills. First, a story. Now I'm off training this company. About two weeks ago, the top sales rep comes up and we're doing role play. He nailed his pitch. I mean, I had no critique, but I want to show you this. I'm going to take a step back so you can start to see my hands. As he pitched, he had his hand clamped around his wrist and his hands placed in front of his lower abdomen or his groin essentially. And he nailed the perfect pitch. And I said, alright, you're squared up to the door and your hands are doing what's called blocking. So you're blocking your body which sends the nonverbal cues that you're uncomfortable. So what I want you to try doing is the exact same pitch, but instead of your hands here, I want you to bring your hands up here. They call it steepling with your fingers pointed out. And then I want you to pin, pivot and blade your stance a little bit to be less confrontational and have a smile on your face and do the exact same pitch. So I just want you to see this. And if you're listening to the podcast Tough, this would be a good one for you to jump in on a video. So this having that conversation versus this being very straight laced, same exact words, very different meanings, very different experiences. As you can see the shift of being comfortable and confident versus more guarded and blocked. Yet nothing else really changes and except this subtle body language. So the reason I share this with you is that as children we learn to spot signs of comfort or discomfort. And by the way, I do want to give credit to Joe Navarro. He is a former FBI agent who is a spy detector and he studied nonverbals and I picked up his books. I've watched some of his videos. He has some videos on YouTube as well. And I learned a lot about this through Joe Navarro. And what really blew my mind was the simplicity of body language sends two signals that we learn when we're infants. Sending signs of I'm comfortable or I'm not comfortable. It's that simple. So when you are communicating, which by the way they say up to 93% of communication is nonverbal. People are reading you in your body language just as you're reading theirs. But oftentimes this happens unconsciously. So these, the reason I call them the five secret nonverbal sales skills is that you can use them consciously to, to send the right signals to your homeowner that says, hey, I want to make you feel comfortable. Because at the end of the day, and you've seen if you're following along, by the way, on my complete closing strategy, if you and your team are using my sales system in there, you've noticed that there's a lot around the word comfort making people feel comfortable. Why? Because when people feel comfortable, they make decisions that align with the emotion of comfort. The minute they feel uncomfortable equals distrust, they become guarded. They say no. So throughout our sale, we want to create this comfort in our experience with our customer. And we can do that by harnessing these five really powerful. I call them the secret non verbal sales. So let's go into these number one, and by the way, I'm going to highlight these. You can use these at the door if you are door knocking and if you're in retail, the minute someone greets you at the door and throughout the process. So number one is the eyebrow flash. The eyebrow flash is a universal signal saying, hey, what's up man? We do it to friends. It's very friendly. So the eyebrow flash is when we curl our forehead, lift our eyebrows up and this is a really great way when someone first opens that door, when you flash that eyebrow, you break that level of seriousness. It's non threatening, it's friendly, and it sends a comfort signal that says, hey, everything's good man, we're here for you versus being very straight faced or serious. So simple thing that I want you to remember is that the minute that door opens, first thing you want to do, you're actually going to pair number one through three together is to do that eyebrow flash so your eyebrows go up and your forehead crinkles. All right, again that comfort signal. Next we want to pair this with the head tilt. This one I learned more so from a gentleman named Jack Schaefer, another FBI agent in the book the Truth Detector, which you've probably heard me talk about a bunch because I geek out on what FBI agents do. They have great resources and incredible fields of study because there's really high stakes. So why not listen to them? So that head tilt and is a chin up, you're quick tilting your head so you're doing the Eyebrow flash with your chin up. And this is the universal sign of, hey, I'm comfortable, I trust you. Because when we do a head tilt, it exposes our carotid artery which if gets damaged or hurt, we bleed out. So when we expose this with the eyebrow flash, it is a universal signal saying, comfort, trust, I'm a friend. All right, next we are going to pair this with the obvious one, which is a smile. Now, so some people have resting B face. Alright, we can all fill in the blanks. There's some people that are just always very serious. Their lips are downturned. It just doesn't look very warm or friendly or comfortable, you know, as you can see, I'm talking here. I might have the same words to say, but it just comes across and even the tonality changes because I have my lips turned down and everything's very serious and it's not very warm. It can get quite intense, in fact, which creates a feeling of discomfort versus shifting this into a smile. All of a sudden the tonality changes and entirely it puts people at ease. It makes me appear more confident, more approachable and more friendly. And then the fourth one that we're going to pair together, by the way, and I'm going to show you all this in a second, is our hands. Now, Joe Navarro calls this steepling. It's funny, I've always held my hands like this when I'm presenting and speaking, and I didn't even realize until I studied it that unconsciously this is a sign of confidence. You'll notice politicians will often hold their hands here, steepling fingertips together, pointing out with their thumbs up. This is again a sign of confidence and clarity. Okay, now the final thing with your hands, if your hands are in any way blocking your body, this is a sign of discomfort, a shock, right? This is blocking. Arms crossed, your hands crossed here. This, by the way, this kind of arms cross. You'll see homeowners do it, but when they're squared up, it's a blocking, it's a distrust and discomfort. So we want to keep our hands open and keep our chest open. Which brings me to point number five. And I'm going to link this all together is to be very cognizant of your chest. Our chest is a vulnerable expressive area of our body, but it can also be used as a threat. I'm a small guy, so maybe it won't work as well for me. But if you open your door and I'm squared up to you, this is threatening. People do what they say, hey, don't puff up, right? Puffing up your chest is threatening. So instead we want to keep oriented towards our prospect but blade away. So it's non confrontational. So I'm going to put all this together so you can see the difference of the instantaneous. This is why I say, by the way, it's a non. It's a secret nonverbal sales skill because it's instantaneous when your customer opens the door. We're going to link all these together. First, eyebrow flash, eyebrow goes up. Paired with the head tilt. Paired with a smile. An authentic smile should cause crow feet. Okay. By your eyes. You're smiling with your eyes, not your mouth. Anyone can smile with your mouth. You know the difference. You can see the cheesy ones. So we're going to put together eyebrow, flash, head tilt, smile. We've got our hands here and we have our chest bladed slightly away. Hey, good morning. I'm really glad to see you. It's very different than hey, the reason I'm stopping by. So do you notice this again, we're going to just walk this together. So I'm here's the exact position. Hey there. Hey, good morning. Very different than hey, the reason I'm stopping by today. Okay. Do you feel the difference? Very subtle. But the signals that it sends your prospect are completely unconscious and more powerful than any words you can say. So here you have it. Five secret nonverbal sales skills to use not only right at the door for that instantaneous impression that you make to make people feel what Comfortable. But something that you can splice throughout as you're engaging in the home to maintain that smile. The eyebrow flash. Meeting the husband, the wife or their neighbors. Smiling throughout the process. Making sure you don't square your chest up and stay bladed. And keeping your hands both visible and in a non threatening comfortable position. By using these skills, you're going to have an easier time on that first impression at the door. Get more yeses, get on more roofs and make more sales. At the end of the day, it's about making people feel comfortable so they choose you. Hey, just because this video is about to wrap up doesn't mean your in my time has to. If you like, I've got more videos body language that you can click into here in this playlist or if you haven't yet done it, I'd love to join you inside my pitch like a pro roofing sales training video library. You can get an entirely free copy right here. We'll see you on the next one.